ICP Logistica entered the UK market three years before I joined, operating from an 80,000 sq. ft. warehouse with six small clients. As a Spanish logistics group entering a new market, the business needed a stronger UK commercial proposition, a structured CRM, and a scalable outbound strategy. I led the commercial repositioning for the UK market, revamping sales and marketing material, cleansing and restructuring the CRM, and developing a targeted outbound strategy focused on both UK and European prospects. The objective was to create a stronger pipeline and move the business towards larger, higher-value opportunities.
Over the following 3–4 years, the client portfolio evolved from small businesses seeking 3PL solutions to larger blue-chip and multinational organisations. The operation expanded from 80,000 to 300,000 sq. ft., with automated logistics subsequently introduced into the offering. My focus remained on generating new commercial opportunities, strengthening the sales pipeline, and positioning ICP Logistica for larger and more strategically valuable accounts. During the period, the business experienced approximately 300–400% growth, alongside a significant expansion in both its client base and operational capabilities.
ICP Logistica had an established reputation in Spain but was still building its position in the UK. The UK operation needed to translate the group's existing credibility into a new market while working with a Spanish management team that required clear, measurable reporting. There was no sufficiently structured outbound process or clean data foundation to demonstrate which activities were creating meaningful commercial opportunities.
I rebuilt the UK commercial approach around data, structure and consistent outbound activity. I cleansed and reorganised the CRM, developed a measurable prospecting process, and introduced clearer reporting around activity, including contact attempts and engagement with key decision-makers. I also revamped the company's commercial material for the UK market and used digital platforms to communicate ICP's capabilities, while leveraging existing relationships with major Spanish clients to strengthen credibility with UK and European prospects.
A structured commercial approach built around data, market intelligence, outbound strategy, and relationship development across the UK and European logistics market.
CRM Cleansing
DataOutbound Strategy
ProspectingCommercial Strategy
GrowthBusiness Development
RevenueMarket Research
IntelligenceLead Generation
PipelineReworked ICP Logistica’s commercial positioning and materials for the UK market, translating the strength of a major Spanish logistics group into a proposition that resonated with UK prospects.
Cleansed and structured the CRM before building a measurable outbound strategy, using prospecting data, decision-maker targeting, call activity and outreach performance to create a more systematic sales process.
Focused business development across UK and European markets, progressing the client base from smaller 3PL requirements toward larger blue-chip and multinational opportunities while supporting the expansion from 80,000 to 300,000 sq ft.
Explore the growth, expansion, and evolution of ICP Logistica’s operations across the UK.
Let's establish your corporate infrastructure and cross-border operations for high-value growth.